Are your sales tactics stuck in the past?
Our recent LinkedIn survey asked, “Which area of sales do you think requires the most innovation in the next 5 years?” The answer was clear: Social Selling Techniques. In today’s digitally connected world, social selling isn’t just a buzzword – it’s a crucial component of any successful sales strategy.
But many sales professionals and leaders struggle to effectively leverage social media platforms. It’s time to ditch outdated sales tactics and embrace the dynamic world of social selling. Here are some strategies to consider…
Optimize Your Social Profiles
Social profiles are like your digital storefront. Make sure your profile pictures, bios, and descriptions are polished and accurately reflect your brand (personal or company) – professionalism counts!
Pro Tip: Identify and include keywords relevant to your industry and target audience in your profile. This makes you easier to find in searches.
Listen
Social selling isn’t about blasting out your sales pitch to anyone and everyone. It starts with actively paying attention to what your target customers are saying online (pain points, industry news, etc.).
Pro Tip:
- Follow relevant hashtags and industry leaders.
- Use social listening tools to track mentions, conversations, and industry trends.
- Engage thoughtfully with potential customers’ posts and in relevant discussions to demonstrate interest.
Build Thoughtful Relationships
Think of social selling as a networking event, not a billboard. Focus on providing value and building genuine connections before making a sales pitch.
Pro Tip:
- Share valuable content (articles, insights) relevant to your audience.
- Comment on others’ posts and offer helpful perspectives.
- Answer questions and ask questions to get to know your prospects’ concerns and interests.
- Personalize your outreach messages, showing you understand their needs.
Establish Yourself as an Expert
Creating your own blog posts, videos, or infographics positions you as a thought leader within your industry.
Pro Tip:
- Share your insights on trends or challenges your target audience faces.
- Repurpose existing company content into easily shareable formats.
- Don’t be afraid to express your unique perspective.
Additional Tips:
- Target the Right Platforms: Don’t spread yourself thin. Focus on the social networks where your ideal customers spend their time. LinkedIn is a powerhouse for B2B, but consider niche platforms relevant to your industry.
- Network Strategically: Connect with, learn from, and genuinely support others in your field. Offer to make introductions and build relationships based on mutual value.
- Play the Long Game: Social selling is about building trust over time. Resist the urge for immediate hard sells and focus on providing value.
- Personalize Your Outreach: Research prospects and tailor your messages to their specific pain points and interests. Open-ended questions that reveal true GAPs will guide your approach.
- Communicate with Purpose: Keep your messages concise and focused. Frame your offerings as solutions to the prospect’s challenges.
- Leverage Groups Wisely: Find and join relevant industry groups. Participate actively to expand your network, share insights, and position yourself as an expert.
- Track and Measure: Monitor your engagement, website traffic, and leads generated through your social selling efforts. What is working, what isn’t? Use these strategies to improve your social selling efforts over time.
